Zoominfo

SEPTEMBER 7, 2022

We cut our lead routing time from three days to less than a minute,” says Matt Kromer, a marketing operations manager at Spectrum. Lead-to-account matching – If you run account-based marketing (ABM) campaigns, automated lead-to-account matching is a must — it aligns revenue generation teams and enables a seamless customer experience.

Lead Rank 130

Lead Rank Lead Scoring Software Software 130

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. What was the ultimate ROI for the program? Measure what works best in your culture, in your competitive environment and in your territories. The same rigor must be applied to your incentives. What worked and what didn’t?

Incentives 168

Incentives Incentive Commission Territories 168

Sales and Marketing Management

FEBRUARY 22, 2021

Author: Mandy Truong With 2021 in full swing, marketers are making their plans for recovery and business growth. In the early days of the pandemic, many companies and organizations slashed marketing budgets in the wake of dire uncertainty and widespread lockdowns. Still, virtual events were unchartered territory.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Sales and Marketing Management

SEPTEMBER 12, 2017

Smart sales managers rely on good data to make decisions about successes and failures in their territory. What was the ultimate ROI for the program? Measure what works best in your culture, in your competitive environment and in your territories. The same rigor must be applied to your incentives. What worked and what didn’t?

Incentives 136

Incentives Incentive Commission Territories 136

Janek Performance Group

APRIL 2, 2024

In addition, the roles of marketing and sales automation should be designated and measured throughout the sales cycle. These include expenses, such as marketing, sales efforts, and overhead. It also includes marketing automation platforms and financial records. In addition, 32% don’t know how much time reps prospect.

Webinar Metrics 62

Webinar Metrics Top of Funnel Strategy Analysis 62

Zoominfo

JANUARY 29, 2018

For today’s blog post, we put together a comprehensive list of the best articles about corporate events and event marketing. We tried to tackle every aspect of event marketing. Keep reading for our favorite event marketing blog posts! Events are a great tool to have in your marketing arsenal. Check them out below!

Webinar Metrics 113

Webinar Metrics Trade Show Marketing Strategy 113

Crunchbase

MAY 18, 2023

It’s not enough to list product features that promise productivity and time savings; your solution needs to deliver true ROI out of the gate. It sounds simple enough, but anyone in marketing, sales or even CX will tell you what a massive pain point it is, and yet your inbound sales motion is critical. Of course, it’s a balancing act.

Sales Cycle 98

Sales Cycle Lead Rank Lead Scoring Sales Qualified Lead 98

The Pipeline

FEBRUARY 27, 2018

They are rarely as desperate as a manager is to fill a vacancy in a territory. Which works great for about 10% of the market, but what about 70%, do not recognize or acknowledge they have a problem? BTW, ROI, is not an impact, and impact is what leads to the ROI. Why Are You Calling?

Prospecting 215

Prospecting Skype ROI Face-to-face 215

Highspot

JUNE 11, 2020

Distributed workforces, fluctuating market dynamics, and office politics can make working in lockstep difficult. Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. What does marketing do for sales? What does sales do for marketing? What is smarketing?

Top of Funnel 59

Top of Funnel Marketing Lead Rank Lead Scoring 59

SBI

MAY 7, 2014

Marketing automation. Sales & Marketing Content. Territory & Account Planning. Value Selling & ROI. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

SBI Growth

AUGUST 6, 2012

Have you conducted growth opportunity analyses in your market? Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” You need to focus efforts on companies that maximize your ROI. What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

InsideSales.com

JULY 24, 2020

While we rely on CRM software to build territories, track our funnel, and record deals, we do not rely on it to guide reps to the right prospects or the right activities. They wait for marketing to deliver better leads . At this point, the ROI for SEPs is well documented. There are many SEPs on the market. CRM is fine.

CRM 96

CRM Scale ROI Territories 96

Zoominfo

JUNE 8, 2021

We are at the dawn of a new era in B2B sales and marketing. The sales and marketing technology landscape has grown from just a few hundred applications to thousands—each one promising to streamline go-to-market operations, accelerate pipeline and generate revenue at scale. Insight-Driven Engagement for Sales AND Marketing.

Ideal Customer Profile 58

Ideal Customer Profile Sales Qualified Lead Scale Marketing 58

SBI Growth

NOVEMBER 22, 2012

How do you operationalize this to make sure that resource allocation has solid ROI? Many marketing purists focus on the mechanics of segmentation work. What’s available in the market? Deliver the estimated up-sell potential for all customers by territory. What is the revenue opportunity from prospects? Tell everyone.

Segment 288

Segment Customer Territories Penetration 288

MarketJoy

AUGUST 22, 2023

Why your current efforts are not producing ROI In the rapidly evolving business landscape, companies are constantly grappling with the challenge of customer acquisition. They are experts in their respective fields, but when it comes to branding, sales, marketing, and CRM automation, they often find themselves in uncharted territory.

Outsourcing Services 52

Outsourcing Services Customer Buyer Intent Intent Data 52

SBI

MAY 10, 2018

OpsPanda integrates with CRM and other sources systems and can pull in data such as pipe and closed deals together with rep assignments and territories to provide a comprehensive view of an enterprise’s critical asset, its sales organization. Nancy: How have companies determined the ROI of your solution?

Forecasting 139

Forecasting Sales Forecasts Hiring Territories 139

SBI

NOVEMBER 13, 2018

Greater conversion of inquiries and interest to confirmed meetings – Users have seen a 4x lift in meetings when the call-to-action in marketing offers, web site pages and outbound prospecting efforts was a Click-to-Schedule link. NANCY: HOW HAVE COMPANIES DETERMINED THE ROI OF YOUR SOLUTION?

SalesForce 139

SalesForce Lead Capture Sales Cycle Lead Rank 139

Sales Hacker

FEBRUARY 17, 2022

With revenue intelligence technology working for them, companies have a much more complete picture of their customers, which always boosts ROI on any sales initiatives. Uncontrollable and unforeseen external events can lead to widespread disruptions and market volatility. Ensure sales and marketing are aligned.

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

BrainShark

AUGUST 24, 2022

Reps constantly need to develop their product and market expertise, learn new company messaging and value propositions, and hone conversational skills to have more meaningful interactions with buyers. Territory Management. For instance, ask reps to deliver a relevant narrative to a prospect in a critical market. Communication.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Louise C– serves as Senior Director, Hospitality Marketing. Wells Fargo. In B2B sales, it’s time.

Company 156

Company Prospecting Oracle Transportation 156

Hubspot Sales

JUNE 7, 2018

A pilot project is a small-scale test designed to look at feasibility, cost, and the ROI of a product or service. Unclear ROI: If the customer has expressed interest but is unsure about the exact benefit the offering will provide (common with newer products and markets). Turning Your Pilot into a Lucrative Deal.

ROI 81

ROI How To Scale Software 81

Mindtickle

AUGUST 28, 2020

Align with marketing. Collaboration between sales and marketing hasn’t always been easy, but it’s more important now than ever. By working more closely together, sales can benefit from open lines of communication with customers across all digital channels to find and nurture leads and tie into the marketing side of the sale cycle.

Sales Enablement 105

Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

Pointclear

JULY 20, 2015

I was the marketing manager of a medical device company and we were near the end of the day’s sales meeting. Everybody wanted to get out, hit the lobby bar and trade stories about high prices, the lack of new products, how their new quotas were too high and their territories too small. The room grew quiet; the other hands dropped.

Sales Qualified Lead 100

Sales Qualified Lead Leads Marketing Qualified Lead Territories 100

The ROI Guy

MAY 10, 2013

This week Alinean was in San Diego with 1,500 of the best marketers and sales execs to network, and hear SiriusDecisions present their latest research and best practice findings. leveraging marketing content and earlier value selling engagements to facilitate change in the early stages of the buyer’s journey. and “Why Now?”,

Buyer Persona 92

Buyer Persona ROI Travel Licensing 92

SBI

MARCH 29, 2018

Greg: Node helps clients proactively discover new opportunities across sales, marketing, and revenue operations. Deal Identification and Management: Node will provide contextually-relevant information about the people and companies in your sales cycle to enable you to figure out the best path to drive ROI from your sales efforts.

Campaigns 66

Campaigns Pipeline Ideal Customer Profile Conversion 66

SBI Growth

AUGUST 15, 2012

Focused on identifying game changing market opportunities. To be a game changing Sales Operations leader, you should be asking yourself the following: What is the market for our products/services? Are we currently covering or capturing buyers in our target market? Average Joe’s Analysis of Market Opportunities.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Hubspot Sales

AUGUST 6, 2019

HubSpot’s sales new hires go through extensive product and Inbound Marketing training. They learn how to use HubSpot’s CRM , Marketing , and Sales tools. Be honest about where your product/service falls short of the competition and where it outperforms the rest of the market. Have strong reps provide demo training.

Hiring 119

Hiring Training Hubspot Inbound 119

SBI

MARCH 15, 2018

This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet. We provide real-time business intelligence that helps teams build pipeline faster, improve productivity of their sellers, and generate higher return on marketing investment. We call it Sales Tech Game Changers.

Hoovers 139

Hoovers Pipeline Data B2B 139

Alice Heiman

NOVEMBER 14, 2018

We all know a value proposition is so much bigger than just an elevator pitch — and this book helps marketers and sellers build a buyer-focused value proposition that drives both marketing engagement and sales conversations. Faster ROI expectations. Value Propositions that Sell by Lisa Dennis. Left-field competition.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

SBI

MAY 6, 2014

Marketing automation. Sales & Marketing Content. Territory & Account Planning. Value Selling & ROI. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

Zoominfo

DECEMBER 17, 2017

Your marketing team is busy too — fully entrenched in messaging and plans for the upcoming year. In the long-term, gift-giving can increase customer retention , improve ROI, reduce churn, and boost brand reputation. It seems like there’s not enough time in the day. What’s appropriate? How much do I spend? What do my coworkers expect?

Guidelines 130

Guidelines Policies Handbook Government 130

SugarCRM

FEBRUARY 15, 2024

As they look ahead to the upcoming year, recent PwC research shows that more than half of UK manufacturers are gearing up to introduce new products, with more than a quarter (27.3%) hoping to explore uncharted territory and expand into new markets. However, the path forward is not without its challenges.

Opportunity 26

Opportunity SugarCRM Face-to-face Infusion 26

Apptivo

DECEMBER 26, 2022

The market for CRM software for lead management is flourishing, which is not surprising given consumer mindsets and business complexity. Maximize your marketing strategies and advertising. Considering that 53% of marketers devote at least half of their money to lead generation. Why is CRM lead management important? Automation.

Lead Management 52

Lead Management Sales Qualified Lead CRM Lead Rank 52

SBI

MAY 6, 2014

Marketing automation. Sales & Marketing Content. Territory & Account Planning. Value Selling & ROI. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

Marketing automation. Sales & Marketing Content. Territory & Account Planning. Value Selling & ROI. See which tools we chose for: Contract Management and eSigning. InsideSales. Mobile Selling. Performance and Compensation. Pipeline Management & Deal Flow. Power Prospecting. Quoting & Pricing.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Hubspot Sales

APRIL 30, 2020

It listed information for all the prospects in my California territory including the company name, revenue figures, address, telephone number and — of course — the decision maker’s name and title. I sat staring at the Dun & Bradstreet printout. A lot has changed since then — or has it?

Sales Process 137

Sales Process Webinar Metrics Face-to-face Sales Qualified Lead 137